Question 1

What is the term used to describe the process of adjustment that a salesperson goes through upon returning to his or her home country?

Accepted Answer

A)  Expatriation 
B)  Repatriation 
C)  Cross-cultural absorption 
D)  Cultural absorption 
E)  Enculturation 
A)  Expatriation 
B)  Repatriation 
C)  Cross-cultural absorption 
D)  Cultural absorption 
E)  Enculturation B

Question 2

International salespeople often serve as the primary contact between a manufacturer and an end user.

Accepted Answer

A) True 
 B)False  True

Question 3

Purchase situations include rebuy,modified rebuy,and new buy.

Accepted Answer

A) True 
 B)False  True

Question 4

Saying,"I'm sure your peers will be pleased with your purchase" would have greater success in which type of culture?

Accepted Answer

A)  Individualistic 
B)  Collectivist 
C)  Low power distance 
D)  High power distance 
E)  High context 
A)  Individualistic 
B)  Collectivist 
C)  Low power distance 
D)  High power distance 
E)  High context

Question 5

What kind of selling involves additional items from the same company?

Accepted Answer

A)  Cross 
B)  Transactional 
C)  Functional 
D)  Relational 
E)  Operational 
A)  Cross 
B)  Transactional 
C)  Functional 
D)  Relational 
E)  Operational

Question 6

Colors take on added meaning in which type of culture?

Accepted Answer

A)  Low power distance 
B)  High power distance 
C)  Individualistic 
D)  Low context 
E)  High context 
A)  Low power distance 
B)  High power distance 
C)  Individualistic 
D)  Low context 
E)  High context

Question 7

Where would a salesperson give precise product information to a customer?

Accepted Answer

A)  Low-context culture 
B)  High-context culture 
C)  Collectivist culture 
D)  Individualistic culture 
E)  Mainstream culture 
A)  Low-context culture 
B)  High-context culture 
C)  Collectivist culture 
D)  Individualistic culture 
E)  Mainstream culture

Question 8

Which of the following is a motivational theory that applies to international selling that was proposed by Victor Vroom?

Accepted Answer

A)  Needs Theory 
B)  Attribution Theory 
C)  Intrinsic Motivation Theory 
D)  Expectancy Theory 
E)  Balance Theory 
A)  Needs Theory 
B)  Attribution Theory 
C)  Intrinsic Motivation Theory 
D)  Expectancy Theory 
E)  Balance Theory

Question 9

Patting someone on the head would be rude in a Buddhist culture.

Accepted Answer

A) True 
 B)False

Question 10

Power,achievement,and affiliation are all highlighted in:

Accepted Answer

A)  Motivational Needs Theory 
B)  Maslow's Hierarchy of Needs 
C)  Equity Theory 
D)  Expectancy Theory 
E)  Derived Needs Theory 
A)  Motivational Needs Theory 
B)  Maslow's Hierarchy of Needs 
C)  Equity Theory 
D)  Expectancy Theory 
E)  Derived Needs Theory

Question 11

Which strategy focuses on increasing sales of existing products to new customers?

Accepted Answer

A)  Market saturation 
B)  Market penetration 
C)  Market development 
D)  Market concentration 
E)  Market proliferation 
A)  Market saturation 
B)  Market penetration 
C)  Market development 
D)  Market concentration 
E)  Market proliferation

Question 12

In high-context cultures,nonverbal communication is important and people tend to be heavily influenced by the backgrounds of communicators.

Accepted Answer

A) True 
 B)False

Question 13

Compensation methods in international personal selling do not include which of the following?

Accepted Answer

A)  Salary 
B)  Commission 
C)  Salary plus commission 
D)  Bonuses 
E)  Virtual accounts 
A)  Salary 
B)  Commission 
C)  Salary plus commission 
D)  Bonuses 
E)  Virtual accounts

Question 14

Culture shock is a disorientation that results from a person losing familiar cultural props while living abroad.

Accepted Answer

A) True 
 B)False

Question 15

Business etiquette does not include which of the following issues in international settings?

Accepted Answer

A)  Use of language, slang, and colloquialisms 
B)  Gift giving 
C)  Shaking hands 
D)  Bowing 
E)  Use of supporting materials 
A)  Use of language, slang, and colloquialisms 
B)  Gift giving 
C)  Shaking hands 
D)  Bowing 
E)  Use of supporting materials

Question 16

The assumptive close,choice close,and continual-yes close are all common closing techniques in international selling.

Accepted Answer

A) True 
 B)False

Question 17

In India,it would not be considered rude to be a few minutes late to a sales meeting,because India is a collectivist culture.

Accepted Answer

A) True 
 B)False

Question 18

Sales presentations are generally given in what kind of space?

Accepted Answer

A)  Social space 
B)  Personal space 
C)  Intimate space 
D)  Group space 
E)  Interpersonal space 
A)  Social space 
B)  Personal space 
C)  Intimate space 
D)  Group space 
E)  Interpersonal space

Question 19

In international sales management,employees are found during which process?

Accepted Answer

A)  Recruiting 
B)  Training 
C)  Motivating 
D)  Relocating 
E)  Compensating 
A)  Recruiting 
B)  Training 
C)  Motivating 
D)  Relocating 
E)  Compensating

Question 20

Decisions to make purchases tend to take longer in collectivist societies.

Accepted Answer

A) True 
 B)False

What is the term used to describe the process of adjustment that a salesperson goes through upon returning to his or her home country?

International salespeople often serve as the primary contact between a manufacturer and an end user.

Purchase situations include rebuy,modified rebuy,and new buy.

Saying,"I'm sure your peers will be pleased with your purchase" would have greater success in which type of culture?

What kind of selling involves additional items from the same company?

Colors take on added meaning in which type of culture?

Where would a salesperson give precise product information to a customer?

Which of the following is a motivational theory that applies to international selling that was proposed by Victor Vroom?

Patting someone on the head would be rude in a Buddhist culture.

Power,achievement,and affiliation are all highlighted in:

Which strategy focuses on increasing sales of existing products to new customers?

In high-context cultures,nonverbal communication is important and people tend to be heavily influenced by the backgrounds of communicators.

Compensation methods in international personal selling do not include which of the following?

Culture shock is a disorientation that results from a person losing familiar cultural props while living abroad.

Business etiquette does not include which of the following issues in international settings?

The assumptive close,choice close,and continual-yes close are all common closing techniques in international selling.

In India,it would not be considered rude to be a few minutes late to a sales meeting,because India is a collectivist culture.

Sales presentations are generally given in what kind of space?

In international sales management,employees are found during which process?

Decisions to make purchases tend to take longer in collectivist societies.

Introduction to International Marketing

Culture and Cross-Cultural Marketing

Global Trade and Integration

Country Selection and Entry Strategies

International Marketing Planning Organization and Control

Markets and Segmentation in an International Context

International Positioning

Market Research in the International Environment

International Product and Brand Marketing

International Product Standardization and Adaptation

International Pricing

International Finance and Pricing Implications

International Marketing Channel Management

International Distribution: Exporting and Retailing

International Sales Promotions and Public Relations

Filters

Exam 15: Globally Integrated Marketing Communications

What is the term used to describe the process of adjustment that a salesperson goes through upon returning to his or her home country?

International salespeople often serve as the primary contact between a manufacturer and an end user.

Purchase situations include rebuy,modified rebuy,and new buy.

Saying,"I'm sure your peers will be pleased with your purchase" would have greater success in which type of culture?

What kind of selling involves additional items from the same company?

Colors take on added meaning in which type of culture?

Where would a salesperson give precise product information to a customer?

Which of the following is a motivational theory that applies to international selling that was proposed by Victor Vroom?

Patting someone on the head would be rude in a Buddhist culture.

Power,achievement,and affiliation are all highlighted in:

Which strategy focuses on increasing sales of existing products to new customers?

In high-context cultures,nonverbal communication is important and people tend to be heavily influenced by the backgrounds of communicators.

Compensation methods in international personal selling do not include which of the following?

Culture shock is a disorientation that results from a person losing familiar cultural props while living abroad.

Business etiquette does not include which of the following issues in international settings?

The assumptive close,choice close,and continual-yes close are all common closing techniques in international selling.

In India,it would not be considered rude to be a few minutes late to a sales meeting,because India is a collectivist culture.

Sales presentations are generally given in what kind of space?

In international sales management,employees are found during which process?

Decisions to make purchases tend to take longer in collectivist societies.

Introduction to International Marketing

Culture and Cross-Cultural Marketing

Global Trade and Integration

Country Selection and Entry Strategies

International Marketing Planning Organization and Control

Markets and Segmentation in an International Context

International Positioning

Market Research in the International Environment

International Product and Brand Marketing

International Product Standardization and Adaptation

International Pricing

International Finance and Pricing Implications

International Marketing Channel Management

International Distribution: Exporting and Retailing

International Sales Promotions and Public Relations

Filters